Download or read book Sales Management written by Robert J. Calvin and published by McGraw Hill Professional. This book was released on 2004-03-22 with total page 270 pages. Available in PDF, EPUB and Kindle. Book excerpt: THE MCGRAW-HILL EXECUTIVE MBA SERIES "Executive education is suddenly every CEO's favorite strategic weapon." --BusinessWeek Now repackaged in easily transportable paperback editions, these informative titles--written by frontline executive education professors and modeled after the programs of the nation's top business schools--will find new popularity with today's on-the-go, every-second-counts executive.
Download or read book Sales Management Demystified written by Robert J. Calvin and published by . This book was released on 2007 with total page 400 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Sales Management Demystified written by Robert J. Calvin and published by McGraw Hill Professional. This book was released on 2007-05-04 with total page 416 pages. Available in PDF, EPUB and Kindle. Book excerpt: BUILD and manage a SALES FORCE that's worth sell-ebrating Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals. Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track. This fast and easy guide offers Ideas for sourcing, screening, and selecting the best candidates Tips for training salespeople in product, customer, and competitor knowledge, and in selling skills The model for choosing the most successful sales force organization and deployment Monetary and nonmonetary methods to reward positive sales force action and results Performance management techniques that evaluate results, actions, skills, knowledge, and personal characteristics Simple enough for a novice but challenging enough for a veteran manager, Sales Management Demystified is your shortcut to developing a successful sales team.
Download or read book Marketing Demystified written by Donna Anselmo and published by McGraw Hill Professional. This book was released on 2010-08-06 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: The goal of marketing is simple: attract customers who will purchase your product. Getting there, though, isn't so easy. Real marketing success involves a strong foundation in everything from planning, advertising, and publicity to Internet strategies, database management, and more. Enter Marketing DeMystified. Addressing every step of the process in plain English, it helps you master all the tools at your disposal to cultivate strong brand awareness, maximize profits, and build lasting customer loyalty. Featuring realworld examples, end-of-chapter quizzes, and a final exam, Marketing DeMystified is the fuel you need to power up your marketing machine and start producing results. This fast and easy guide covers: Marketing’s four Ps . . . plus three—planning, positioning, and people Tactics for organizing a research-driven campaign Strategies for leading a marketing team Techniques for branding from the inside out Case studies of marketing successes and failures Simple enough for a novice or student, but challenging enough for a veteran marketing manager, Marketing DeMystified is the most thorough and simple shortcut to decoding key marketing concepts and principles.
Download or read book Sales Management Demystified written by Robert Calvin and published by McGraw Hill Professional. This book was released on 2007-04-23 with total page 417 pages. Available in PDF, EPUB and Kindle. Book excerpt: BUILD and manage a SALES FORCE that's worth sell-ebrating Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals. Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track. This fast and easy guide offers Ideas for sourcing, screening, and selecting the best candidates Tips for training salespeople in product, customer, and competitor knowledge, and in selling skills The model for choosing the most successful sales force organization and deployment Monetary and nonmonetary methods to reward positive sales force action and results Performance management techniques that evaluate results, actions, skills, knowledge, and personal characteristics Simple enough for a novice but challenging enough for a veteran manager, Sales Management Demystified is your shortcut to developing a successful sales team.
Download or read book ProActive Sales Management written by William Miller and published by Amacom Books. This book was released on 2009 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Few sales managers are true managers, often falling back on the skills that made them great at sales. This essential book, now updated with strategies in line with the changes in sales since the book's original publication, provides readers with a proven method for managing the sales process, as well as the salespeople. Packed with specific, field-tested techniques. Packed with all new metrics and tactics for making the numbers in today's competitive sales environment, this is an important resource no sales manager should be without.
Download or read book Cracking the Sales Management Code The Secrets to Measuring and Managing Sales Performance written by Jason Jordan and published by McGraw Hill Professional. This book was released on 2011-10-14 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.
Download or read book Project Management Demystified written by Sid Kemp and published by McGraw Hill Professional. This book was released on 2004-05-25 with total page 355 pages. Available in PDF, EPUB and Kindle. Book excerpt: LEARN PROJECT MANAGEMENT ON TIME AND UNDER BUDGET! Project Management Demystified is valuable for both the novice project manager and the experienced. For the novice, it is a great way to understand PM basics in an easy-to-understand and practical way. Personalized stories demonstrate both what to do and what not to do. Experienced project managers will find 'gems' spread throughout the text to take away to improve their results. -- Lee Krevat, IT Director, Business Strategic Alignment, Sempra Energy (A Fortune 500 company) Mr. Kemp truly demystifies project management, connecting the how and the why. Students and managers alike will gain both skills and confidence. -- Malcolm Ryder, Principal and Chief Strategy Officer, Renovance, L.L.P. (An IT management consulting firm) Written in straightforward language, Project Management Demystified will help you gain "instant expertise" in project management -- even if you have no previous formal training in executive skills. The author, who has trained thousands of first-time managers and team leaders, uses a host of powerful techniques to help you soak up what you really need to know. With Project Management Demystified, you master the subject one simple step at a time -- at your own speed. Unlike most books on project management, general principles are presented first—and the details follow. In order to make the learning process clear, simple, and useful, Project Management Demystified offers questions at the end of each chapter to pinpoint weaknesses, and case studies throughout the book to reinforce the entire process of project management. This unique, self-teaching guide shows you how to: * Transform a good idea into a smooth-flowing project * Ensure project delivery with the "Six Keys to Success" * Turn disorganized "to-do" lists into effective action plans * Master people-management and team-building skills * Analyze design, development, budgeting, and scheduling * Calm the "storm period" -- the transition to production * Bring your project in on time and under budget * Gain practical management skills you can use again and again * Build your "Project for Learning" and use reviews to retain information * And much, much more! If you're looking for mastery of essential PM skills, let Project Management Demystified be your shortcut!
Download or read book Inside Sales Management written by Mark Wilensky and published by 1st World Publishing. This book was released on 2006-10 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: Inside Sales Management is that rare business book which addresses the most challenging situations that managers encounter, often on a daily basis. Whether it's helping salespeople outgrow their fears and need for approval, eliminating excuse-making, powerful debriefing strategies, bottom-line interviewing techniques, bringing new hires up to speed quickly, win-win coaching - you'll find all these vital topics explored and explained with psychological insight and humor. In the second part of the book you'll learn sales psychology, from the points of view of managers, salespeople and even clients and prospects. The real world examples, role-plays and exercises enliven the strategies and make this a dynamic reading experience.
Download or read book The Accidental Sales Manager written by Suzanne Paling and published by Entrepreneur Press. This book was released on 2010-10-01 with total page 284 pages. Available in PDF, EPUB and Kindle. Book excerpt: •Do you tackle several different roles including sales manager? •Does managing the sales team feel awkward? •Do you want to achieve better sales results? If you answered YES then you face the same struggle as many other small business owners—you can successfully manage the rest of the company, but when it comes to the sales team, you feel like your efforts are coming up short. Suzanne Paling, sales management consultant, urges you to stop struggling, and teaches you what you need to know to start succeeding.
Download or read book Sales Management written by Thomas N. Ingram and published by M.E. Sharpe. This book was released on 2021 with total page 426 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Sales Management written by R K Srivastava and published by Excel Books India. This book was released on 2003 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt: The survival and of many products and companies depend upon the marketing strategies adopted by them. In the rapidly changing scenario of markets, when even propaganda and advertisements are unable to do the magic, it is the dedicated marketing professionals who compel the customer to purchase their goods and services. In today’s business strategies, production of goods and services are not the end and means of everything. Neither financial or personnel management, nor inventory or time management are important today. It is Sales Management which has the last laugh over every other aspect of the business. Many a time it has been seen hat a better quality product or service has given place to an inferior quality product or service only due to superb marketing management. This book is a path-breaking effort and opens up a new dimension in the field of sales management, which is suitable to the present day needs and requirements. It takes into consideration the different academic aspects of Marketing and Sales Management for undergraduate and postgraduate students. This book would be of great help to managerial practitioners at any organizational level who are responsible for a function, department or a set of responsibilities.
Download or read book Sales Management written by C.L. Tyagi and published by Atlantic Publishers & Dist. This book was released on 2004 with total page 440 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Textbook Is Primarily Written For Students Pursuing Sales Management As A Main Or As An Optional Paper In Marketing Course. The Book Covers Syllabus Of B.B.A., M.B.A. And P.G.D.B.M. Marketing Executives And Advertising Managers Can Also Appraise Themselves Of The Subject.The Book Has Been Written In An Easy Language And A Lucid Style. Latest Models And Theories Are Very Well Explained With Practical Examples. Questions Set In The Universities Are Given At The End Of Each Chapter. Even Professionals In Marketing, Sales, Finance And Production/Purchasing Would Find This Easy-To-Understand Book Valuable.The Main Topics Covered In The Book Include :Introduction; Salesmanship And Themes Of Selling; Sales Promotion; Marketing Management; Physical Distribution; Salesmen-Recruitment; Personal Selling; Wholesaling; Retailing; Cooperative Selling; The Sales Organisation; Marketing Strategy In Personal-Selling; Sales And Other Departments; The Sales Manager; The Sales Force Management; Training In Sales; Remuneration Of Sales Personnel; Motivation By Sales Management; Sales Field, Territories, Quotas And Salesman S Report; Marketing Policies; Market Measurement, Sales Forecasting And Sales Budget; Psychology Of Sales; Techniques Of Selling; Sales Talks; Sales Records.
Download or read book Sales Excellence written by Christian Homburg and published by Springer Science & Business Media. This book was released on 2012-10-24 with total page 316 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.
Download or read book Project Management Demystified written by Geoff Reiss and published by Routledge. This book was released on 2013-04-15 with total page 374 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book explains the many techniques which have been developed to help you manage projects successfully using very clear objectives within a commercial environment. Examples are drawn from construction, civil engineering, product launches, publishing, computer hardware and software, scientific projects and aerospace.
Download or read book Sales Management Simplified written by Mike Weinberg and published by AMACOM. This book was released on 2015-10-21 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn't have to be complicated, and the solution starts with you!
Download or read book Selling and Sales Management written by David Jobber and published by Pearson UK. This book was released on 2019 with total page 703 pages. Available in PDF, EPUB and Kindle. Book excerpt: This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment. It also contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management.
